Which advertising is aimed at channel members? 7 FACTs

When you are building an online business, it can be hard to find the right advertising channel so that you can get your products in front of the people who want them.

There are a lot of different advertising channels out there and it’s confusing trying to figure out which one is best for your business.

We are here to help you Which advertising is aimed at channel members?

Which advertising is aimed at channel members?
Which advertising is aimed at channel members?

Which advertising is aimed at channel members?

Strategy # 1. Pull and Push Strategies

Promotional strategies are used in the marketing of products and services to a targeted audience.

A push strategy is one that emphasises personal selling, advertisement and other promotional efforts aimed at members of our distribution channel: those who sell them (ultimate consumers).

Pulling instead refers primarily towards individuals acting as “pullers” for companies—that’s you!

The manufacturer of a product heavily promotes that particular item to wholesalers and other dealers, who then promote it further for retailers.

Retailers use these promotional endeavors as an opportunity to encourage customers with discounts or incentives; often times in return there will be strong price reductions from those distributors themselves!

The term ‘push’ comes from the fact that a manufacturer gives support and encouragement to their channel members, which allows for pushing products through distribution channels.

A push strategy may be thought of as one step at time promotion with each member organizing promotional efforts necessary in order reach out next friend or customer on your list!

Strategy # 1. Pull and Push Strategies
Strategy # 1. Pull and Push Strategies

Another approach to marketing is the pull strategy. This takes an opposite direction, trying to stimulate demand for your product by promotional efforts aimed at ultimate consumers or industrial buyers located at both ends of channel distribution channels in order make them want what you have even more than before!

The goal is to generate demand at the retail level in order for retailers and wholesalers will stock your product.

Each channel member ‘passes back’ this demand through their own channels of distribution, which include buyers as well as intermediaries such digital platforms or physical stores located between producers and consumers like Amazon Prime Now!

The push approach suggests a step-by-step promotional effort. This strategy is often the most common because it’s easier and less time consuming than trying to develop ultimate buyer demand, but if done properly this can help you achieve your goals much quicker!

The pull strategy attempts cooperative middlemen in order for products from manufacturers reach buyers smoothly without any hassle or delay which may not always work out well depending on how things go down when implementing them into their business plan – however they have been known at times lead companies towards success so don’t count these options out just yet!.

Strategy # 2. Combination Strategies

It’s clear that a marketing organization needs to use both push and pull strategies in order for their campaigns effectively.

A company implementing only one type of strategy is like using the wrong tool for every job; it will leave you frustrated with no progress made towards achieving your goals!

Strategy # 3. Hard and Soft Strategies

The hard sell and soft sell are often used as means to promote a product, but they can also be considered strategies.

The hard-sell strategy relies on aggressive persuasion of individuals in order for consumers learn all about the benefits that come with using one’s services or good quality products like cars.

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Sales people believe repetitive promotions emphasizing same key points will eventually force customers into buying something due their persuasive impact rather than simply being drawn because it is there choice among other options available at time point.

Your product is so great that you need it, even if the person interviewing has already said no.

A hard sell can be defined as “persistently pursuing someone in an attempt to influence their attitude or decision.” Salespeople are masters at this strategy because they know when persistence will pay off– especially during tough economic times like these!

The hard sell promotional strategy, whether adopted by a TV advertiser or sales person in essence makes ‘No’ an unacceptable answer.

Comments like “buy now”, “you can’t afford to pass this up’, and so on are typical with never say no tactics used for selling products that people may already own but would prefer not purchase right away.

Marketers who are able to create a popular product will have the most success in advertising. This is because people want what other successful users have and they’ll be more inclined towards buying it if you show them happy customers using your products as well!

If we take washing machine or refrigerator marketing, these companies can advertise by showing pictures of satisfied homeowners with their new appliances.

Supermarket aisles are becoming increasingly crowded as marketers and advertisers compete for our dollars.

This intense competition means that retailers can no longer depend on soft sell approaches alone; instead, they rely heavily upon promotional tactics such as aggressive sales people calling out in the store or discounts during specific times of year like Christmas when families may be more likely to buy from them than others periods.

Comparing the Two Strategies

Explaining soft sells is more difficult for two reasons:

(1) The communications and sales messages are more subtle and

(2) The soft sell takes many forms.

The soft sell is a more subtle form of communication, utilizing repetition and variations in tone to ask for an order.

The hard sell on the other hand relies heavily upon blunt force tactics such as loud voices or aggressive body language which may be considered less polite than softer pitches like “May I help you?”

A good way to determine if something was actually done through either means would depend entirely upon who’s looking: there isn’t really any real difference between them unless you think about how different audiences perceive these things differently.

It could go either way depending how someone feels at that moment so much can change from one person putting their energy into feeling one.

Hard and Soft Strategies
Hard and Soft Strategies

How do advertisers target channel members?

Choosing Marketing Channels

One of the first things that every marketer needs to do is choose which marketing channels they will use.

The three main types of marketing channels are: (1)distribution channels, (2) direct selling and (3) indirect selling.

A distribution channel refers to any means by which a product or service is passed from the producer or marketer to the end user.

Direct selling is when advertisers attempt to “get in front” of their target audience and sell to them directly.

This can be done through telephone sales, door-to-door sales, direct mailers, coupons, catalogs and newspapers/ magazines/radio advertisements.

Indirect selling is the process of getting the end user to ask for the product or service.

This can be done using advertising, recommendation and word-of-mouth strategies, such as “clubs”, which offer discounts if members talk positively about a certain item.

Advertising and marketing channels require careful planning and budgeting, because companies usually receive no feedback about the results.

When choosing marketing channels, it’s important to consider your product or service, audience and budget.

The most effective strategies are those that help you reach your target consumers cheaply with the mediums they will use to make their purchases, for example there is no point advertising on TV if people in your target group don’t tend to watch it

After purchasing a product, most consumers don’t go back to the brand- no matter how bad the experience is.

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Any opportunity lost to influence or affect a consumer can never be regained. So if at all possible, try to get on the right side of them from the beginning and you will always have an advantage over your competitors.

Managing and Motivating Marketing Channels

Channel members are the people who make the product or service available to consumers, such as retailers, wholesalers, banks and processors.

They represent a company’s second-largest expense after labour costs.

Motivating these people is useful in conserving funds because it lowers their turnover rates and saves money spent on recruiting new employees.

Companies can motivate channel members through incentives like bonuses, profit sharing and commissions.

Some of the most common motivation strategies that companies use are: (1) contests; (2) awards for superior work; (3) informational or educational programs; (4) special events. Each strategy has different advantages and disadvantages. For example, contests tend to engage members and motivate them to work better, but they can be very expensive.

Awards can make people feel appreciated for a job well done, but it’s difficult to find the right person if there are many deserving employees.

Informational programs can make consumers aware of a new product or service that their company is offering and motivate them to use it.

Special events can be effective in motivating members because they give people an opportunity to socialize and meet others in the industry.

However, these strategies can also have setbacks such as inadequate time and resources for organizing the event, lack of interest among people attending and poor publicity if not properly promoted ahead of time.

Competitive Priorities In Marketing Channels

Marketers need to take several factors into account when selecting marketing channels.

They will need to consider the importance of each of these factors in relation to their own business, as well as how it might change over time or with different product lines.

The three most important factors are: (1) cost; (2) effectiveness; (3) strategic fit.

Marketers must choose channels that are cheap enough to allow for a reasonable profit, but not so cheap that they come at the expense of profits or performance.

Channel members need to be able to sell products efficiently for marketers to benefit from their channel membership.

Marketers also have to consider if the channel aligns with their current and future strategies.

Marketing Channels – Factors to Consider

Below are some factors that marketers should consider when choosing marketing channels.

Variability in the market

There is more variability in product markets than in consumer markets.

The competitive environment of a product market involves fewer players, but each participant has greater control over price and other aspects of selling put to them by suppliers.

Products also tend to have a shorter life cycle than consumers.

A company’s product can also be purchased from many different sources, so it makes sense to have several channels available.

In contrast, the market for consumer goods tends to be more stable and predictable, as there are fewer buyers and each buyer has relatively little control over price.

Consumer goods tend to have a longer life cycle than products and can be purchased from fewer sources, so companies might use only one channel for selling these goods.


Companies may decide they want to control their own channels or they may decide to partner with someone else in the channel.

If they choose to sell through other people’s stores, they will need to find a way to make this arrangement work for them.

If they decide to sell their products online, it makes sense for them to control the whole channel themselves.


The type of distribution a company decides on can also affect its choice of marketing channels.

Marketers have three different distribution options from which to choose:

Inventory-based distribution – This involves keeping products in a warehouse until they are ready to ship to consumers or wholesale partners.

Product-service system (PSS) distribution – In this model, companies still produce the product, but instead of selling it for a profit, they use it as a tool with which to sell a service or system.

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Marketing Channels - Factors to Consider
Marketing Channels – Factors to Consider

Which marketing channels are most appropriate for this product?

Advertising channels can be more expensive than other types of channel members, but they usually give the best results because they tend to reach a wide consumer base.

Advertising is useful in branding relationships because it helps build awareness for a long time before the product is actually released.

Awareness can help build up curiosity and interest which will make consumers more likely to want to try the product when it becomes available.

However, advertising has several setbacks such as: (1) ineffective ad placement; (2) outrageous advertising fees; (3) unrealistic audience targets.

Advertisers must place their ads in publications that are popular with the target market so consumers will notice and read them.

Advertising fees can quickly escalate and become too expensive for a company’s marketing budget, especially if they use many channels to reach their target audience.

Marketers must also consider if their target audience is realistic.

If the consumer base is too small or too broad, they may not see enough adverts to make it worthwhile or vice versa.

Marketing Channel – Which advertising channel should I use?

Retailers are usually the best for new products because they provide a link between consumers and manufacturers.

Consumers prefer to buy products in person, so they will most likely want to try the product before buying it.

However, retailers also have setbacks such as: (1) geographical limitations; (2) high costs; (3) inconvenient locations.

Retailers cannot expand their market beyond the shops that they operate and if they don’t have a store in the right location, they won’t be able to reach their target audience.

Retailers can also become too expensive when starting out with a new product because they need time to establish themselves and turn a profit.

Benefits of advertising for Channel member

  • Reach large consumer base
  • Build awareness about new products or services before they go on sale.
  • Relatively cheap in comparison to other marketing channels which is cheaper than sales promotion and personal selling, but it can become too expensive when starting out with a new product which is more expensive than direct or indirect marketing.

Advertising is supposed to be the channel with the most benefits for marketers.

They are relatively cheap in comparison to other marketing channels, they reach a large consumer base and build awareness about new products or services before they go on sale.

However, advertising has its setbacks including ineffective ad placement resulting in poor exposure of ads among consumers.

Examples of successful marketing campaigns aimed at channel members

The television commercial “Just Do It” for Nike shoes where consumer says I don’t run but when they wear Nike’s, they change their mind

The Adverts for MAC Cosmetics whose target market is young women and gives them the message that you are powerful and glamorous which makes the consumers more likely to buy the product.


What are channel members marketing?

A channel member is one part of the organized network that links producers with end users. The function they provide may include manufacturing, wholesaling and distribution or retailing on behalf of other companies in these sectors – all as required by an economic system to maximize efficiency!

Who are the channel members for consumer goods?

Distribution channels include wholesalers, retailers, distributors, and the Internet. In a direct distribution channel, the manufacturer sells directly to the consumer. Indirect channels involve multiple intermediaries before the product ends up in the hands of the consumer.


We have been exploring the advertising industry and what makes a good advertisement. One of the main points we discussed was that targeted ads are much more effective than broad-based ads.

There is a lot to think about when it comes to marketing, but you can always count on our blog for interesting insights into this ever changing world! Stay tuned as we explore other aspects of advertising in future posts!

See more articles in category: Advertising

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